Lead Grading
Lead grading, along with scoring, is an essential part of lead nurturing. Grades are based on explicit factors such as industry, company size, or job title (i.e. how well this prospect matches an ideal customer profile determined by the sales and marketing team).
The grade aligns with how close the prospect is to the ideal customer profile as well as how qualified they are based on criteria. This is different from the lead score which is based on activities performed. Companies with multiple types of customers can easily create a profile for each customer group, allowing for individualized lead qualification based on relevant factors.
The following are example grade adjustments based on prospect information matching the desired values:
- Industry, increase/decrease by a partial grade
- Department, increase/decrease by a partial grade
- Job title, increase/decrease by a partial grade
- Company size, increase/decrease by a partial grade
- Location, increase/decrease by a partial grade
